Most firms know their costs but struggle to articulate their value — and that’s exactly why buyers hold the advantage in pricing discussions. This post explores how agencies can shift from defending hours to leading with outcomes, reframing pricing conversations around measurable impact instead of effort. As AI accelerates delivery and erodes the usefulness of time-based models, firms must adopt value-led strategies to protect margins and strengthen pricing power. Learn the questions, frameworks, and mindset shifts needed to price with confidence in a procurement-driven world.

The traditional labor based agency model is running out of runway, especially as AI accelerates delivery and procurement pushes harder on hourly fees. This post walks through how value led models like value based, performance based, output based, and especially product based compensation are reshaping how agencies define and capture value. You will learn why productization is emerging as the next evolution of output based models, what it really means to turn your services into products, and what agencies must rethink in their business model to make this shift work in practice.